Almost every publisher I speak to right now has a similar challenge. Where do you find really good salespeople? Good, proven salespeople are expensive to hire and difficult to coax away from their current company. Plus, they are often high-risk hires because Read More
“…the times they are a-changin’..’” With those lyrics we realize that very little stays the same in our publishing businesses. Most of us are seeing the shift from traditional print revenue to digital dollars. As that trend continues, publishers keep adding more digital Read More
As a publisher, your niche audience data is a potential gold mine. But how much can you slice the audience pie? The last thing you want to do is dilute names, response, and revenue. What are the best ways to keep your most valuable asset – your list – Read More
Have you ever heard of Paul Charles Morphy? He is considered to have been the greatest chess master of his era. Many said he knew every move he would make before the game even began. Paul was one of the best strategic Read More
Mark Thompson, CEO of The New York Times, recently declared the state of digital advertising is a ‘nightmarish joke’ and a dangerous environment for brands, due in part to the rise of fake news, the ridiculous amount of programmatic offerings, and the general lack Read More
There are hundreds of books and ad sales training seminars to attend on improving your media ad sales career. But in this article, I want to share with you more about call volume or proposal writing strategies. I want to dig deeper. If you Read More
I recently came across a social media post that said: Amazon didn’t kill the retail industry, bad customer service did. Netflix didn’t kill Blockbuster, ridiculous late fees did. Uber didn’t kill the taxi business, limiting of number of taxis and fare control Read More
Have you ever had that awkward moment when you call a customer to talk about renewing an annual contract and they greet you with, “Wow, I haven’t heard from you in a while”.
Carl Landau famously (or infamously) offered to send “cats in the mail” to his advertising clients. I’m known for sending burritos to get calls back. Every salesperson faces the same dilemma: how to get noticed by the decision-makers.
One favorite aspect of my job is helping advertisers create and improve their message to achieve their marketing goals. Whether it be targeted content, print ads or banners, I regularly review the creative with the advertiser to evaluate it against our pre-determined Read More
